壽險業傑出業務人員績效之研究 : 以全球人壽MDRT為例

淡江大學機構典藏 > 商管學院 > 風險管理與保險學系 > 學位論文 > Item 987654321/32294

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题名:	壽險業傑出業務人員績效之研究 : 以全球人壽MDRT為例
其它题名:	A study of performance for top life insurance agents : the case of MDRT members in aegon life insurance company
作者:	林金蘭;Lin, Chin-lan
贡献者:	淡江大學保險學系保險經營碩士在職專班郝充仁;Hao, Chung-jen;李雅婷;Lee, Ya-ting
关键词:	業務人員;績效;MDRT;Sales
日期:	2007
上传时间:	2010-01-11 01:56:46 (UTC+8)
摘要:	台灣的壽險事業蓬勃發展，市場日趨競爭，各家壽險業者為維持競爭力亟需找尋優質的業務人員來服務客戶，建立品牌形象與提昇競爭優勢，了解優秀業務人員有哪些的人格特質，相形重要。本研究首先整理台灣壽險業達成MDRT的比例，與全球人壽業務人員達成MDRT的比例調查，主要以全球人壽2005年MDRT業務同仁為研究對象，再經由訪談的方式來進行，探討傑出業務人員的背景、人格特質、進修領域、行銷方式，研究哪些的特性是影響績效有相關聯的部份，透過交叉分析發現選才遠比培訓之於提升產能更為重要。茲將研究結果整理如下：ㄧ.背景方面：就「性別」而言，女性績效為佳的比例多於男性；就「年齡」而言，以年長者的績效為佳，以40~49歲者為多；就「學歷」而言，以大專、大學者為佳；就「年資」而言，以3~6年的年資者為佳。二.人格特質方面：以親和力及學習新知為最多人所有的共同特質。三.進修領域：以稅務課程或金融課程為主。四.行銷方式：以需求分析為主的行銷。 The decreasing term insurance business in Taiwan is prospering steadily, creating rising competition in the market. In order to maintain competitive, the insurance companies are in need of searching for quality sales personnel to service their customers, increasing their status in competition, and understanding the qualities that shape an exceptional sales personnel; all of these points are equally important. The aim of this study is to explore and analyze, through a form of an interview,the backgrounds, special personal qualities, areas being upgraded or improved, and method of sales of exceptional sales personnel, using colleagues of 2005’s MDRT from worldwide as study targets. The conclusions of this study are summarized as follows:一、Background: From a “gender” perspective, female sales tend to fare better than male sales; from an “age” perspective, 40 to 49 years old tend to do better; from an “education history” perspective, people with college or university degrees tend to do better; from an “employment experience” perspective, 3 to 6 years of working experience tend to do better.二、Personal qualities: The majority of the colleagues possesses an easy-going, easy-to-get-along quality, and is constantly learning new things.三、Areas being upgraded or improved upon: Emphasis is placed on tax courses, or finance courses.四、Method of sales: Most sales use a method of consumer needs and are then analyzed.
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